Question 1

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.
A) Setting sales call goals
B) Setting personal goals
C) Territory analysis and account classification
D) Prospecting
E) A territory routing plan calculator

Accepted Answer

Territory routing plans require salespeople to understand their assigned territory by analyzing the area's demographics, market potential, and account classification. This information will help them determine the most efficient and effective way to establish a sales route and reach their sales goals. Setting personal and call goals, prospecting, and using territory routing plan calculators are also important aspects of territory planning but do not provide the necessary information to establish routing plans.

Question 2

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?
A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Accepted Answer

Portfolio analysis is a method of classifying accounts based on multiple variables such as sales volume, profitability, growth potential, and risk level. This approach is growing in popularity because it is flexible and can provide a more accurate picture of an organization's customer base. Single-factor analysis (A), Sales volume analysis (C), Most Likely Sales (MLS) analysis (D), and Least Likely Sales (LLS) analysis (E) all focus on a single variable, limiting their usefulness in providing a comprehensive view of customer accounts.

Question 3

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?
A) Make them clear and say them out loud
B) Make them clear and set them monthly
C) Put them in writing and say them out loud
D) Put them in writing and keep them current and flexible
E) All the above

Accepted Answer

It is important to put daily plans in writing to keep track of them and make them more tangible. Additionally, plans should be kept current and flexible to allow for changes as necessary. Saying plans out loud can also be helpful in reinforcing them, but it is not one of the two guiding principles specified in the question. Monthly plans may be helpful, but are not as effective for daily execution. Therefore, option D is the best choice.

Question 4

Grace is attempting to classify a new account using portfolio analysis.She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?
A) Assign the account to a telemarketer until a breakthrough is made.
B) Make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
C) Allocate a small portion of her time to the account until her competitive position improves.
D) Allocate a moderate level of selling effort in order to maintain the current competitive position.
E) Both A and C above are good options

Accepted Answer

Since Grace believes she is in a strong competitive position, allocating a moderate level of selling effort to maintain her current position would be the best strategy. Investing heavily may not be necessary, and allocating only a small portion of time may not be sufficient to maintain her position. Assigning the account to a telemarketer is not an effective strategy for building a strong relationship with the account. Therefore, Option D is the best choice.

Question 5

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller).Which common method for classifying accounts is the salesperson using?
A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Accepted Answer

The salesperson is using portfolio analysis by considering both the level of sales potential and the strength of the buyer-seller relationship. This method involves classifying accounts based on two factors and mapping them onto a grid, creating four categories or quadrants: high potential and strong relationship (priority accounts), high potential but weak relationship (development accounts), low potential but strong relationship (maintenance accounts), and low potential and weak relationship (inactive accounts).

Question 6

___________ is a territory routing plan in which the salesperson, on each trip, works a different part of the territory and travels in a circular loop back to the starting point.
A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Major city plan

Accepted Answer

The Cloverleaf plan involves the salesperson working different parts of the territory in a circular loop, resembling a cloverleaf pattern, and returning to the starting point.

Question 7

Scott is a salesperson with a very large territory and whose accounts are clustered in the several widely dispersed groups?
A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Major city plan

Accepted Answer

The Leapfrog plan is suitable for salespeople with large territories and widely dispersed accounts, as it allows them to "leap" over certain areas to focus on clusters of accounts, optimizing travel time and efficiency.

Question 8

Which of the following is not one of the common sales call routing plan patterns?
A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Sales volume aggregation plan (SVA Plan)

Accepted Answer

The common sales call routing plan patterns are straight line plan, cloverleaf plan, circular plan, and leapfrog plan. Sales volume aggregation plan (SVA Plan) is not one of the common patterns.

Question 9

Bill is in the process of reviewing his accounts.Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy.Bill should:
A) Spend most of his time attempting to develop B accounts into A accounts.
B) Turn over the A accounts to an account manager and begin looking for more C accounts.
C) Allocate the greatest portion of his time to the A and B accounts.
D) Allocate his time to the accounts designated as weak competitive position but high opportunity.
E) Divide his time equally among the accounts because each is as important as the other.

Accepted Answer

The Single-Factor Analysis method typically categorizes accounts into A, B, and C groups based on their potential for sales growth and profitability. A accounts are the most valuable, B accounts have potential for growth, and C accounts are the least valuable. Therefore, it would make sense for Bill to allocate the most time and effort to the A and B accounts, as these have the greatest potential for sales growth and profitability. Turning over the A accounts to an account manager or focusing solely on B accounts would not be as effective, and dividing time equally among all accounts would not prioritize the most valuable ones. However, if Bill identifies any weak competitive position but high opportunity accounts, he should also spend time on these as they may have potential for growth.

Question 10

During the process of account classification, it is not uncommon for salespeople to find ________?
A) 60 percent of their customers generate 30 percent of their sales potential.
B) 20 percent of their customers generate 80 percent of their sale potential.
C) 50 percent of their customers are high volume customers and 50 percent are low volume customers.
D) Most accounts can be classified into one of two categories.
E) Several accounts that generate little sales potential and even fewer that generate high sales potential.

Accepted Answer

The Pareto Principle suggests that roughly 20 percent of customers generate 80 percent of sales potential, which is a common finding during the process of account classification.

Question 11

One of the primary objectives of portfolio analysis is __________________________?
A) To help salespeople better understand how to best allocate their resources.
B) To help salespeople eliminate the 10 percent of customers producing the least amount of sales.
C) To help salespeople develop a portfolio of customers.
D) To help salespeople divide their customer base by product type.
E) None of the above

Accepted Answer

The answer of One of the primary objectives of portfolio...

Question 12

What are the two commonly used methods for classifying accounts?
A) Single-factor analysis and ABC analysis
B) Single-factor analysis and portfolio analysis
C) Sales volume analysis and potential volume analysis
D) Potential sales analysis and Most Likely Sales (MLS) analysis
E) Most Likely Sales (MLS) analysis and Least Likely Sales (LLS) analysis

Accepted Answer

The two commonly used methods for classifying accounts are single-factor analysis and portfolio analysis. Option B correctly lists these methods. Option A is incorrect because ABC analysis is not a method for classifying accounts, but rather a method for inventory categorization. Options C, D, and E are also incorrect as they do not accurately describe methods for classifying accounts.

Question 13

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?
A) Establish and implement selling task and activity plans
B) Establish territory routing plans
C) Tap into technology and automation
D) Both a and b are correct
E) None of the above

Accepted Answer

According to the five sequential stages of self-leadership, after completing territory analysis and account classification, salespeople should establish and implement selling task and activity plans (choice A) and establish territory routing plans (choice B). These two steps will help the salesperson to prioritize their actions and optimize their time and resources. While technology and automation (choice C) can certainly be helpful in the sales process, it is not specifically mentioned as a step in this stage of self-leadership.

Question 14

Which of the following common sales call routing plan patterns is best used when accounts are located in linear clusters that are some distance from one another?
A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Major city plan

Accepted Answer

The straight line plan is best used when accounts are located in linear clusters that are some distance from one another. This plan allows the salesperson to travel in a straight line from one account to the next, minimizing travel time.

Question 15

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?
A) Straight line plan
B) Cloverleaf plan
C) Circular plan
D) Leapfrog plan
E) Major city plan

Accepted Answer

The Cloverleaf plan is the best choice when accounts are concentrated in different parts of the territory. This plan allows the salesperson to cover multiple areas without backtracking, as the route resembles a cloverleaf shape with the salesperson starting and ending in the same spot.

Question 16

Which common method for classifying accounts is popular because of its simplicity?
A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Accepted Answer

Single-factor analysis is popular because it is simple and can categorize accounts based on a single factor, such as sales volume or creditworthiness. This method is easy to understand and implement, making it a popular choice among businesses.

Question 17

Salespeople should base their daily plans on their what?
A) Annual plans
B) Sales call goals
C) Weekly plans
D) Daily budget
E) Daily sales revenue goals

Accepted Answer

The answer of Salespeople should base their daily plans on...

Question 18

Rhonda is attempting to classify a new account.She believes the account could be very profitable, but she also believes she is in a weak competitive position.Which of the following best represents what Rhonda's selling effort strategy should be?
A) Assign the account to a telemarketer until a breakthrough is made.
B) Make a heavy investment in the selling effort in an attempt to strengthen her competitive position.
C) Allocate a small portion of her time to the account until her competitive position improves.
D) Avoid calling on the account until her competitive position improves.
E) Attempt to maintain her competitive position while prospecting for new accounts.

Accepted Answer

The answer of Rhonda is attempting to classify a new...

Question 19

Suppose a salesperson is classifying accounts based on the level of sales potential.Which common method for classifying accounts is the salesperson using?
A) Single-factor analysis
B) Portfolio analysis
C) Sales volume analysis
D) Most Likely Sales (MLS) analysis
E) Least Likely Sales (LLS) analysis

Accepted Answer

The answer of Suppose a salesperson is classifying accounts based...

Question 20

The process of scheduling activities that can be used as a map for achieving objectives is referred to as:
A) Self-leadership
B) Territory analysis
C) Sales planning
D) Sales management
E) Portfolio analysis

Accepted Answer

The process of scheduling activities for achieving objectives is a part of sales planning. Sales planning involves creating a roadmap that outlines the steps to be taken to achieve the sales goals of a company. It includes activities such as setting targets, identifying customer segments, creating sales strategies, and scheduling activities. Therefore, option C is the correct answer. Option A, self-leadership, refers to the ability of individuals to lead themselves by setting goals and taking responsibility for their actions. Option B, territory analysis, involves the process of analyzing a sales territory to identify opportunities and challenges. Option D, sales management, includes the process of leading and coordinating sales teams to achieve sales goals. Option E, portfolio analysis, involves analyzing a company's product portfolio to identify its strengths and weaknesses.

Quiz 10: Adding Value: Self-Leadership and Teamwork

In order to successfully establish territory routing plans, salespeople will need the information gained from ____.

Which common method for classifying accounts is growing in popularity because it is flexible and incorporates multiple variables?

To maximize the effectiveness of daily plans, salespeople should adhere to which two guiding principles?

Grace is attempting to classify a new account using portfolio analysis.She believes she is in a strong competitive position, but she also believes the account opportunity is low compared to other opportunities. Which of the following best represents what Grace's selling effort strategy should be?

Suppose a salesperson is classifying accounts based on the level of sales potential and strength of relationship (buyer-seller) .Which common method for classifying accounts is the salesperson using?

___________ is a territory routing plan in which the salesperson, on each trip, works a different part of the territory and travels in a circular loop back to the starting point.

Scott is a salesperson with a very large territory and whose accounts are clustered in the several widely dispersed groups?

Which of the following is not one of the common sales call routing plan patterns?

Bill is in the process of reviewing his accounts.Bill classified his accounts using the Single-Factor Analysis method and is now developing his sales strategy.Bill should:

During the process of account classification, it is not uncommon for salespeople to find ________?

One of the primary objectives of portfolio analysis is __________________________?

What are the two commonly used methods for classifying accounts?

According to the five sequential stages of self-leadership, what should salespeople do once they've completed their territory analysis and account classification?

Which of the following common sales call routing plan patterns is best used when accounts are located in linear clusters that are some distance from one another?

Which of the following common sales call routing plan patterns is best used when accounts are concentrated in different parts of the territory?

Which common method for classifying accounts is popular because of its simplicity?

Salespeople should base their daily plans on their what?

Rhonda is attempting to classify a new account.She believes the account could be very profitable, but she also believes she is in a weak competitive position.Which of the following best represents what Rhonda's selling effort strategy should be?

Suppose a salesperson is classifying accounts based on the level of sales potential.Which common method for classifying accounts is the salesperson using?

The process of scheduling activities that can be used as a map for achieving objectives is referred to as: